Regional Chain Manager

2 days ago

Washington DC United States Palm Bay Full time

Regional Chain Manager: PacNW/SW

Palm Bay International, a dynamic family-owned company, offers one of the nation’s most comprehensive portfolios of imported wines and spirits, including over 50 suppliers from around the globe. Among Palm Bay’s most valued assets is its remarkable network of long-term partnerships with the foremost wholesale companies in all 50 states, as well as the Caribbean, Mexico and Central America. With the crucial collaboration of these partners, Palm Bay’s portfolio is able to meet the needs of every level of the industry, from independent restaurants and retail stores, to chain accounts, supermarkets, hotels, airlines, cruise ships, duty-free accounts and U.S. military bases. This impressive roster of brands, accounts and relationships positions Palm Bay as a major source of fine wines and spirits and an industry leader in the U.S. marketplace.

Location: Washington preferred, OR, AZ secondary

The Regional Chain Manager is a senior sales role responsible for overseeing the business planning, development and execution of an assigned division, ensuring the delivery of profitable growth through effective chain management and market plan execution across all chains in the AK, WA, OR, ID, MT, NM, AZ and NV markets. This role is the key point of contact for senior level distributor leadership and Account Executives within the chain divisions at RNDC and Regal. The Regional Chain Manager works in conjunction with the Regional Manager for the region to optimize tactical spend in a way that drives profitable volume growth and organic sustainability. The effectiveness of this role will be judged by a variety of key performance indicators:

  • Profitable growth
  • Sustainable growth
  • Growth at or above market trends
  • Account Management skills
  • Team effectiveness and people leadership
  • Distributor partnership and plan execution
  • Direct Market Relationship and sales
  • Customer relationships at key levels across the buying teams
  • Category Management

Objective:

Planning & Forecasting

  • Establish an annual business plan to meet target volume and profit goals for assigned areas, partnering with Trade Marketing to leverage effective trade programming.
  • Monitor plan to performance and develop contingency and gap closing alternatives as needed.
  • Monitor market conditions to proactively mitigate issues and to capitalize on share and profit growth opportunities.
  • Closely manage forecasting week over week to ensure goals are achieved.

Budget & Pricing

  • Responsible for the chain business of regional P&L.
  • Work with Regional VP to review pricing strategies to ensure optimal ROI on investment spend.
  • Ensure pricing structures are in place to optimize Palm Bay International profitability while managing customer margin and maintaining brand integrity and positioning.
  • Manage annual budget to support the execution of approved plan.

Distributor Management:

  • Work closely with the Merchandising teams to ensure program execution is delivered month over month with progress obtained throughout the year.
  • Work closely with the chain VP and AE’s to ensure share of mind is earned and they are delivering on goals and expectations.
  • Conduct ongoing meetings with the distributor and PBI teams providing clear objectives, forecast alignment, program support and objectives.

Regional Chain Management:

  • Create annual account plans to include creative programming, innovation, distribution goals that achieve targets.
  • Develop and manage tools for the regional chain business to include forecasting, planner history/plans, pricing/margin management, Ad management, budgeting.
  • Work closely with the distributors to ensure they are focusing on PBI portfolio. Establish relationships with all buyers that results in a trusted advisor position, meeting frequently.
  • Establish monthly scorecards and metrics to monitor and measure execution performance and ensure improvement in results.
  • Understand Category Management, customer shelf rules and provide solutions-based recommendations that enhances the category and PBI products.
  • Review IRI and other data reports to understand performance drivers and take action against opportunities while working closely with PBI Business Intelligence team.
  • Act as a liaison between the market and national accounts to ensure programs are implemented at high compliance levels. Leverage influencers to secure local programs available within a national account while working with the PBI National team.
  • Build and deliver best in class presentations for retailer account calls focused on planning, creative program activity and new item distribution.

Experience Required:

  • 5-8 years of alcohol beverage sales experience in progressively responsible roles.
  • Experience in managing distributors and regional accounts.

Education / Professional Qualifications:

  • Four-year college/university degree.

Skills:

Functional:

  • Exceptional Sales leadership skills with demonstrated ability to grow a profitable business.
  • Strong command of effective Distributor leadership skills, influencing action to meet/exceed the business plan.
  • Strong understanding of the alcohol beverage category and a proven ability to successfully manage a growing business through multiple Distributor points of contact.
  • Sound understanding of business financials and experience in managing a budget.
  • Proven ability to manage distributor teams and execute business plans reflecting year-on-year growth.
  • Experience in planning and managing new product launches.
  • Familiarity with product sales – ability to develop compelling selling stories to grow distribution and volume sales.
  • Analytics – Nielsen, Circana and other key data resources.
  • Ability to manage multiple priorities and experience in working with a multi-brand portfolio.
  • Results oriented; thrives in a dynamic; fast-paced environment.
  • Ability to work independently.

Technical:

  • Proficient in Word, Excel, and PowerPoint required.
  • Excellent verbal and written communication skills; strong presentation skills.
  • Excellent Analytics – ability to take large amounts of data and mine the key insights that are helpful in developing a compelling sales presentation.
  • Experience in the utilization of pricing, forecasting and other Sales tracking and monitoring tools.

Essential Job Functions:

  • Must be able to lift 45lbs.
  • Must be able to travel 40-60% of the work week.
  • Must be able to work some weekends and travel overseas for business purposes.

Benefits Overview:

Palm Bay offers a competitive compensation package including medical, dental, vision, life insurance, 401(K), paid vacation, personal time off and 11 paid company holidays.

Palm Bay International is an equal opportunity employer.

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